“I like your product, but it is too expensive” This is a classic and we will be meeting this obstacle very often. We need to evaluate if the prospect is just horse trading with us of if there is a genuine concern that our price is too much. The important thing is that the prospect is talking to us. we have not lost the prospect. Our hard labour is bearing fruit. It means that the deliverables are acceptable and that is the first mini-victory. Is it then all about the money? Not necessarily, there are options here to ‘sharpen the pencil’. We just need to find out what we can do to counter this. We may start by confirming that the deliverables are the ones that are of interest. We can ask if there are elements we should do away with. An example can be that 50,000 impressions are to much and we can reduce it to 25,000 impressions. That is one way of reducing the cost.
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